Distinguish a surface objection from the underlying concern before responding.
The reframe: an objection is a concern trying to protect something. Listen before meaning-making Do not translate "too expensive" into "they need ROI proof" too fast. Listen for the literal concern and the situation around it. What pressure are they under? What would go wrong if they said yes? Acknowledge without surrendering Acknowledgment is not agreement. It is a signal that you heard the risk. "That makes sense given the budget freeze" keeps the person in dialogue while you continue assessing. Assess, respond, confirm Ask one narrowing question before you respond. Then answer the concern you uncovered and confirm: "Does…
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